Épisodes

  • From Imposter Syndrome to Intentional Growth with Heather McKinnon

    From Imposter Syndrome to Intentional Growth with Heather McKinnon
    Jan 7 2026
    In this episode of the Power Producers Podcast, host David Carothers interviews Heather McKinnon, a "Protege" contestant from Horizon Insurance Services in Columbus, Ohio. Heather shares her atypical journey into the insurance world, transitioning from a background in biochemistry and CPG brand management to joining her husband's agency. They discuss the chaotic reality of balancing family life (including holiday stress and broken appliances) with the demands of being a producer, why "solving and serving" is the most effective form of selling, and how new producers can leverage referral networks to build trust before they even walk in the room. Key Highlights: The "Atypical" Path to Insurance Heather describes her background in biochemistry and brand management before being "recruited" by her husband to join the family agency. While she jokingly calls herself atypical, David points out that almost no one plans to go into insurance—most successful producers stumble into it from other careers. Solving and Serving IS Selling Heather admits she doesn't like "selling" in the traditional sense but loves solving problems. David validates this, noting that the best producers are often educators and problem solvers who don't need to use high-pressure tactics because they lead with value and solutions. The Power of Walking Away David shares a detailed story about a prospect with messy data and four other agents involved. By setting boundaries, demanding transparency (unredacted policies), and being willing to walk away, he flipped the power dynamic and won the account. This serves as a masterclass for new producers on why scarcity creates value. Time Management Sprints David breaks down his 50/10 rule for productivity: working with intense focus for 50 minutes (no phone, no email) and then taking a 10-minute break. This simple system eliminates distractions and ensures that no client waits longer than an hour for a response. Building a Referral Ecosystem For new producers battling imposter syndrome, David advises building a referral network with B2B salespeople (payroll, IT, etc.) who are calling on the same accounts. By establishing regular accountability meetings and sharing target lists, producers can generate warm leads and bypass the cold-calling grind. Connect with: David Carothers LinkedIn Heather McKinnon LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Horizon Insurance Services Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    59 min
  • Becoming the Protege with Rich Bales

    Becoming the Protege with Rich Bales
    Jan 2 2026
    In the tenth installment of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers sits down with Rich Bales of the Avanti Group to discuss his journey from medical device sales to becoming an agency owner and contestant on The Protégé Season 3. Rich shares his entrepreneurial story, detailing why he left a high-stress corporate career to build a business with more freedom and control. They also dive into the realities of starting in personal lines versus commercial, the power of risk management over selling policies, and why Rich believes his background in medical sales gives him a unique edge in targeting healthcare accounts. Key Highlights: From Corporate Grind to Agency Ownership Rich explains his transition from a demanding career in medical device sales to launching his own independent agency. Motivated by a desire for better work-life balance and tax advantages, he left behind the "golden handcuffs" of corporate quotas to build something sustainable for his family. Starting Where You Want to Finish David and Rich discuss the common advice given to new producers to start in personal lines. David challenges this notion, arguing that there is zero correlation between selling a $500 auto policy and closing a $25,000 revenue commercial account. Rich agrees, noting that while personal lines provided "at-bats," his goal is to move entirely into the commercial space. Risk Management vs. Selling Insurance The duo emphasizes that the most successful producers don't sell insurance—they sell risk management. David shares his strategy of opening meetings by explicitly stating, "This is not an insurance conversation," focusing instead on solving operational problems that naturally lead to the sale. Leveraging Past Experience Rich discusses his plan to target the healthcare vertical, utilizing his deep understanding of hospital administration and medical groups from his previous career. He and David explore how private equity is consolidating the space, creating opportunities for agents who can offer sophisticated risk management solutions rather than just transactional policies. The "Protege" Mindset When asked why he joined The Protégé, Rich admits he wants to be the "dumbest guy in the room" to maximize his learning. He views the competition not just as a contest, but as a priceless opportunity to steal best practices from top industry leaders and implement them immediately to scale his agency. Connect with: David Carothers LinkedIn Rich Bales LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp The Avanti Group Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    43 min
  • Winning in Catastrophe Exposed Markets with Terry McLean

    Winning in Catastrophe Exposed Markets with Terry McLean
    Dec 31 2025
    In this episode of the Power Producers Podcast, host David Carothers interviews Terrence McLean, Co-Founder and CEO of SageSure. Terry joins the show from Silicon Valley to discuss how SageSure has grown into a powerhouse in the catastrophe-exposed property market. They dive deep into the philosophy of running toward risk when others run away, the critical importance of physical inspections, and why independent agents remain the ultimate experts in distribution. Key Highlights: The "Go Left" Philosophy Terry explains why SageSure enters markets that national carriers flee. While others retrench, SageSure finds fertile ground in difficult territories by understanding the risk better than anyone else and "going left" when the industry goes right. Boots on the Ground: The Inspection Mandate Despite advancements in technology, Terry emphasizes that AI and aerial imagery are not yet ready to replace physical inspections. He details why SageSure relies on boots-on-the-ground to verify insurance-to-value (ITV) and condition, ensuring they only write the best risks to protect their capacity. Carriers Can't Be Everything Terry argues that insurance carriers cannot be "all things to all people." Their job is to manage capital and margin. He highlights that independent agents are the necessary experts who must navigate the market on behalf of the consumer to find the right fit when a carrier's appetite is full. The "Parting Gift": Market Stabilization Terry offers a positive forecast for the future, predicting double-digit price decreases in reinsurance by 2026. This signals that the worst of the hard market is likely behind us, which should eventually lead to primary price stabilization for consumers. Top Tier Agency Partners When asked what separates a top-tier partner from the rest, Terry points to relationships and trust. SageSure aims to be a "top 3" carrier for their partners, and in return, they prioritize agents who maintain open communication and consistent volume. Connect with: David Carothers LinkedIn Terrence McLean LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp SageSure Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    43 min
  • Becoming the Protege with Aaron Puchbauer

    Becoming the Protege with Aaron Puchbauer
    Dec 26 2025
    In this episode of the Power Producers Podcast, host David Carothers sits down with Aaron Puchbauer, a contestant on Season 3 of The Protégé. Aaron’s journey to insurance is unique—he spent 15 years as a healthcare executive before a corporate restructuring led him to pivot into the world of risk management. They discuss how Aaron’s background as a C-Suite buyer gives him a unique advantage in selling to decision-makers, why he sends meeting agendas in advance, and how he utilizes AI to prep for appointments. If you are a new producer looking to differentiate yourself, or a veteran looking to refine your process, Aaron’s "buyer-first" perspective is invaluable. Key Highlights: From Healthcare Executive to Insurance Producer Aaron Puchbauer shares his transition from a 15-year career in hospital administration to becoming an independent insurance agent. He explains how the desire to control his own destiny and provide stability for his family (specifically his son with autism) drove him to an industry where effort equals equity. The Buyer’s Perspective: Winning the Meeting Having spent years on the other side of the table fielding pitches from vendors, Aaron knows exactly what decision-makers hate—and what they respect. He details his strategy of sending a proposed agenda well in advance of the meeting, asking the prospect to strike or add items. This simple step establishes respect for the prospect's time and differentiates him from the "show up and throw up" competition. Boots on the Ground: Physical Risk Assessment Aaron and David discuss the necessity of "walking the walk" during a prospect visit. Aaron shares a recent experience inspecting a restaurant where he checked everything from the walk-in coolers to the Ansel system (fire suppression). By physically inspecting the risk, he identified misclassifications and coverage gaps that the incumbent agent missed entirely. Leveraging AI for Sales Preparation Aaron reveals how he uses ChatGPT to prepare for sales calls. By prompting the AI to act as the business owner (e.g., a restaurant owner) and asking it to generate likely objections and questions, he walks into meetings prepared for the specific operational concerns of that industry. The Power of "Walking Away" David emphasizes a lesson that usually takes new producers years to learn: the ability to spot a "fool's errand." They discuss a specific case where a prospect’s data was so disjointed (impossible liquor sales vs. gross receipts) that it required a hard conversation about whether the account was even insurable, highlighting the importance of underwriting on the front end. Connect with: David Carothers LinkedIn Aaron Puchbauer LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Imming Insurance Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    45 min
  • Turning Homeowners into Referral Engines with Andy Mathisen

    Turning Homeowners into Referral Engines with Andy Mathisen
    Dec 24 2025
    In this episode of the Power Producers Podcast, host David Carothers welcomes back Andy Mathisen, Insurance Sales Manager for Homebot. They dive into how agencies can dominate the personal lines market by shifting from transactional relationships to value-driven engagement. Andy breaks down how Homebot serves as a "set it and forget it" tool that keeps agents front-and-center with insureds while simultaneously generating leads for loan officers and realtors—flipping the traditional referral food chain on its head. Key Highlights: What is Homebot? Andy explains that Homebot is a monthly home digest sent to insureds with a staggering 76% open rate. Unlike standard newsletters, this digest provides homeowners with real-time data on their home value, loan balance, and purchasing power (equity for refinances, HELOCs, or new purchases). The "Santa Claus" Effect: Gaining Leverage Historically, insurance agents are at the bottom of the referral food chain (Realtor > Lender > Agent). Andy details how Homebot changes this dynamic by aggregating a "Team of Professionals" on the client's dashboard. When a homeowner interacts with financial tools on the platform, the insurance agent can pass those leads back to lenders and realtors, creating immense leverage and reciprocity. Content Strategy: Donuts vs. Data David and Andy discuss why dropping off donuts at a loan officer's office no longer works. To win in today's market, agents must provide actionable data and tools that help their referral partners grow. The "Too Busy" Trap The duo critiques the mindset of agency owners who claim they are "too busy" for new leads. They discuss the necessity of implementing systems, departmentalization, and proper website content strategies (blogs vs. paid ads) to scale consulting capabilities without drowning in work. Pet Peeves: Pick Up the Phone! Andy shares his frustration with agencies that rely on complex phone trees or refuse to answer calls, and the growing trend of prospects "ghosting" after good sales calls. Connect with: David Carothers LinkedIn Andy Mathisen LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Homebot Ai Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    43 min
  • Becoming the Protege with Pam Seidler

    Becoming the Protege with Pam Seidler
    Dec 19 2025
    In this episode of Power Producer Shop Talk, host David Carothers interviews Pam Seidler, the only female contestant in Season 3 of The Protégé. Pam shares her diverse background, from working in radio and TV to oxygen sales and a stint in the captive insurance world with AAA. Now, she's diving headfirst into commercial insurance, eager to prove that being new to the industry is not a disadvantage but an opportunity to learn without bad habits. David and Pam discuss the importance of mentorship, finding the right agency culture, and why starting directly in the middle market can be more beneficial than cutting teeth on small commercial accounts. Pam also opens up about her niche focus on the pet industry and gathering places (coffee shops, etc.), leveraging her past experiences to build a unique book of business. Key Highlights: Breaking into the Industry Pam shares her winding career path, which included stops at Fox News, tech startups, and medical sales, before a chance encounter on a plane planted the seed for an insurance career. After gaining experience as a captive agent, she made the leap to the independent side, drawn by the freedom and limitless potential of commercial insurance. The "New Producer" Advantage David argues that hiring producers with zero insurance experience is often better than hiring veterans with bad habits. Pam embodies this "blank slate" advantage, approaching the competition with a hunger to learn and no preconceived notions about how things should be done. This mindset allows her to absorb coaching and implement new strategies rapidly. Niche Focus: Pets & Gathering Places Drawing on her early career aspirations with Petco and PetSmart, Pam discusses her strategy to target the pet industry—from groomers to boarding facilities—as a primary niche. She also plans to focus on "gathering places" like coffee shops, utilizing her natural ability as a connector to build relationships in these community hubs. Finding the Right Agency Culture David advises Pam (and listeners) on how to interview an agency. He suggests bold moves like asking to speak with top and bottom producers, as well as current and former clients, to get a true picture of the agency's deliverables and support structure. This transparency is key to finding a long-term home. The Power of Spousal Support David shares a personal story about how his wife's unwavering support was the catalyst for launching Florida Risk Partners. He emphasizes that a strong support system at home is crucial for any producer navigating the ups and downs of a sales career, a philosophy he integrates into his Producers in Paradise event. Connect with: David Carothers LinkedIn Pam Siedler LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp AHI Insurance Group Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    1 h et 5 min
  • From Blue Collar to Blockchain with Dean Bowen

    From Blue Collar to Blockchain with Dean Bowen
    Dec 17 2025
    In this episode of the Power Producers Podcast, host David Carothers interviews Dean Bowen of Patriotic Insurance. Dean represents the next generation of producers, having transitioned from a background in blue-collar labor (roofing, manufacturing) into the insurance industry just over a year ago. They discuss the mental shift required to move from task-based physical labor to the self-motivated world of sales, the pros and cons of "niching down" too early, and Dean's fascinating deep dive into insuring Cryptocurrency Mining and High-Performance Computing (HPC) operations. Key Highlights: From Blue Collar to White Collar Dean shares his journey from patching roofs to writing policies. He explains that the hardest transition wasn't learning the coverage, but shifting his mindset from tangible, task-based work ("move that pile") to the ambiguous, self-directed metrics of insurance sales. However, his background allows him to instantly understand what his contractor clients value most. The Trap of Niching Too Fast While specialization is often encouraged, Dean admits he tried to brand himself as a specialist too early in his career. He discusses how this inadvertently discredited him with some prospects for general commercial real estate and why he recommends a more organic approach to finding your niche. Insuring the Wild West: Crypto & HPC Dean breaks down the complex world of insuring Bitcoin mining and High-Performance Computing. He details the three main types of clients (Co-host providers, Self-hosted miners, and Hosted miners) and the specific underwriting challenges they face, such as fluctuating currency values making Business Income coverage nearly impossible to place. Family Business Boundaries Working with family can be tough, but Dean and his father (the agency principal) have a system. Dean shares his simple but effective rule for maintaining a healthy relationship: Business is conducted on Microsoft Teams, personal life happens via Text. Advice for New Producers Dean advises new agents to cut their teeth on Commercial Real Estate. It offers a crash course in building valuation, occupancy codes, and risk assessment that serves as a foundation for more complex risks later on. Connect with: David Carothers LinkedIn Dean Bowen LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Patriotic Insurance Group Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    38 min
  • Becoming the Protege with Team Fusco-Mefferd

    Becoming the Protege with Team Fusco-Mefferd
    Dec 12 2025
    In the seventh installment of the "Becoming the Protégé" series on Power Producers Shoptalk, host David Carothers interviews the first set of coaches for The Protégé Season 3: Zach Mefferd, Founder and CEO of ZipBonds, and Mike Fusco, President of Fusco & Orsini Insurance Services. Dressed in costumes (including sunglasses), the trio discusses their coaching strategies, evaluates the current crop of contestants, and strategizes for the upcoming draft. They also dive into the massive opportunity created by industry consolidation, sharing how independent agents can capitalize on the service gaps left when large brokerages acquire local agencies. Key Highlights: Coaching Strategies for The Protégé Season 3 Draft Zach Mefferd and Mike Fusco join David to discuss their approach to coaching Season 3. While they keep their specific draft picks close to the vest, they hint at targeting contestants like Sam, Joe, and Jacob, noting Lloyd as a potential "dark horse." They emphasize that their coaching will focus on building both strengths and weaknesses, treating the competition like a sport to maximize producer performance. Why Insurance Mentorship is Critical for Producer Success The group agrees that the real prize of The Protégé isn't just winning, but the "priceless" access to insurance mentorship and industry connections. David highlights the weekly guest mentor calls featuring top industry leaders as an invaluable resource that participants should leverage fully to accelerate their careers, regardless of whether they make it to the end of the competition. Leveraging Insurance Industry Consolidation to Win New Business Mike and David discuss the significant opportunity created by rapid M&A activity and insurance industry consolidation. They note that when large brokerages acquire local agencies, service often suffers ("blood in the water"), creating a prime opening for independent agents to prospect dissatisfied clients who feel neglected by the new ownership. The Strategic Advantage of the Independent Insurance Agency The coaches proudly identify as "minorities" in the industry—independent agency owners who haven't sold out to private equity. They discuss the strategic advantage of remaining independent and local, especially when competing against national firms that often struggle to maintain the personalized service and community ties that made the acquired agencies successful in the first place. Season 3 Roadmap: Timeline and Contestant Development David outlines the timeline for the season, mentioning the upcoming live draft and the start of challenges, likely ramping up after the holidays to respect everyone's family time. He reiterates his commitment to providing candid feedback to help insurance producers grow, treating them like members of his own team. Connect with: David Carothers LinkedIn Mike Fusco LinkedIn Zach Mefferd LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Fusco Orsini & Associates Insurance Services ZipBonds Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    34 min
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